Retail Contracting: Theory and Practice

Retail Contracting: Theory and Practice We summarize a number of regularities that arise in the empirical literature on contractual relationships between manufacturers and their exclusive resellers. We do this using studies of traditional and business‐format‐franchise relationships, as well as studies of sales‐force‐integration decisions. Some of the patterns that we uncover are consistent with a standard incentive‐cum‐insurance theory of organization, while others are not. We briefly review some theoretical extensions that seem promising in terms of reconciling seeming conflicts between theory and practice. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png The Journal of Industrial Economics Wiley

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Publisher
Wiley
Copyright
Blackwell Publishers Ltd 1997
ISSN
0022-1821
eISSN
1467-6451
DOI
10.1111/1467-6451.00032
Publisher site
See Article on Publisher Site

Abstract

We summarize a number of regularities that arise in the empirical literature on contractual relationships between manufacturers and their exclusive resellers. We do this using studies of traditional and business‐format‐franchise relationships, as well as studies of sales‐force‐integration decisions. Some of the patterns that we uncover are consistent with a standard incentive‐cum‐insurance theory of organization, while others are not. We briefly review some theoretical extensions that seem promising in terms of reconciling seeming conflicts between theory and practice.

Journal

The Journal of Industrial EconomicsWiley

Published: Mar 1, 1997

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